s e s s e c o r M p B III 7 A t e r a h P T Examples Here are some plays you might run in batch or automate. If this… …then that Accounts with engagement from key personas but no sales touch in the last 7 days Alert Sales to follow-up Accounts that are good fits for personal invites to an upcoming roadshow Launch the event invitation play Target accounts that had someone come by the booth at a recent tradeshow High-value follow-up Accounts with open opportunities that have a new key persona in the database Executive reach-out play Accounts with lost opportunities that are now re-engaging Alert Sales Account reaches a minimum threshold of engagement Change Account Status to ‘marketing qualified’ Target accounts with no activity in 30 days Awareness campaign Target accounts that are ‘surging’ Coordinated reach-out (see next page) 92